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1、一汽大众奥迪经销商2012年商务计划(商务政策)中英文版 FAW-VW AUDI AUTHORIZED DEALER/AUTHORIZED SINGLE SERVICE DEALER Business Plan 20122 *1、前言/ ForewordPage 3 2、术语 / TerminologyPage 4 3、经销商基本情况/Dealer Basic SituationPage 6 4、市场情况/Market OverviewPage 7 5、新车采购及AAK计划/ STD/AAK Plan Page 11 6、奥迪品荐二手车商务计划/ ARRUC Plan Page 16 7、 汽
2、车金融商务计划/ Auto Financial Business Plan Page 17 8、试乘试驾车、服务替换车计划/ Demo Cars, service Page 21 replacement vehicle plan 9、 PDI/库存车管理PDI/Storage vehicle management Page 23 10、备件计划/ Spare parts OverviewSpare parts Overview Page 24 11、经销商质量目标/ Dealer Quality TargetPage 25 12、市场营销计划/Marketing PlanPage 26 13、
3、公关计划/PR PlanPage 27 14、服务计划/Service Plan Page 29 15、经销商人员计划 /Dealer Staff PlanPage 31 16、培训计划/Training Plan Page 37 17、财务计划 /Financial PlanPage 54 18、投资计划/Investment PlanPage 55目录目录/ / CatalogCatalog3 *1. 1. 前言前言/ /ForewordForeword2012年商务计划是一汽大众奥迪事业部与奥迪特许经销商共同签署的正式年度商务合同。在本合同中，对奥迪特许经销商（特许服务商）本年度在市场营
4、销、销售计划、 服务及备件计划、网络质量、人员及培训、新增投资计划等方面都做了详细的规定，经销 商应严格遵守并执行营销计划的所有条款。一汽大众奥迪事业部将按照商务计划对经销 商进行全面的考核，对没有完成商务计划的经销商将按商务政策和其他有关管理规定对经 销商进行相应的处罚。对数年不执行商务计划的经销商，将按一汽大众奥迪特许经销 商协议的有关条款以及奥迪特许经销商退网管理办法与其解除协议。Business Plan 2012 is the official annual marketing contract jointly subscribed between FAW-VW Audi Sales
5、 Division and Audi authorized dealer. （inl. authorized single service dealer） it has been detailed stipulated in respect of Audi dealers market activities, sales plan, service and spare parts plan, dealer quality, staff and training, and new investment plan. Dealer should strictly comply with all th
6、e provisions of this business plan. FAW-VW Audi Sales Division will carry out overall check on dealer according to the business plan. Dealer who fails to fulfill the business plan will be penalized accordingly as per the marketing policy and other relevant management regulation. To those dealer who
7、do not implement Business Planin several consecutive years, FAW-VW Audi Sales division will terminate the agreement with them according to the related provision of “FAW-VW Audi Authorized Dealer Agreement“【2】大用户为“一般大用户”、“特定大用户”、“政府大用户”和“历史大用户”的总和；Fleet = General Fleet + Specified Fleet + Gov Fleet+
8、History Fleet ;【3】经销商大用户业务考核指标为：大用户。Dealers Fleet KPI are: Fleet.16 *【1】奥迪二手车销售量包含认证二手车销售量；Audi UC sales volume includes CUC sales volume.【2】认证二手车指的是符合奥迪认证标准并且有一年质保期的奥迪品荐二手车；CUC is Audi UC that fulfills Audi certificated UC standard and with a warranty of 1 year. 【3】此商务计划仅限于已经通过奥迪品荐二手车正式授权的经销商。This
9、plan is only for dealers authorized in operating Audi Refined Recommendation UC business.6. 6. 奥迪品荐二手车商务计划奥迪品荐二手车商务计划/ ARRUC PLAN/ ARRUC PLAN17 * sheet(22)注：此计划仅适用于已得到相应授权的经销商/ This plan applies only to dealers who have been authorized to sell the corresponding products.7.1 7.1 汽车金融商务计划汽车金融商务计划- -汽车
10、贷款汽车贷款/Auto Finance Business Plan-Auto Loan/Auto Finance Business Plan-Auto Loan7.7.汽车金融商务计划/ Auto Financial Business Plan 名词解释/Notes车贷销售量：指经销商用汽车贷款手段售出的车辆数量 /Auto Loan Sales Volume: Refer to auto sales volume by means of loan 车贷渗透率：车贷销售量 汽车销售总量 /Auto Loan Penetration Rate: Auto-loan Sales VolumeAAK
11、18 * sheet(22)注：此计划仅适用于已得到相应授权的经销商/This plan applies only to dealers who have been authorized to sell the corresponding products.7.27.2 汽车金融商务计划汽车金融商务计划- -汽车保险汽车保险/auto finance Business/auto finance Business7.7.汽车金融商务计划/ Auto Financial Business Plan 名词解释/Notes新保量：指经销商售出车辆的同时所售出的汽车保险数量/New auto insur
12、ance volume: Auto insurance volume of new car sales新保渗透率=新保量新车销量/New auto insurance penetration rate=New auto insurance volume AAK注意：新保量有效单数至少包含车损险/Auto insurance volume should include DLW19 * sheet(22)注：此计划仅适用于已得到相应授权的经销商/This plan applies only to dealers who have been authorized to sell the corres
13、ponding products.7.27.2 汽车金融商务计划汽车金融商务计划- -汽车保险汽车保险/auto finance Business/auto finance Business7.7.汽车金融商务计划/ Auto Financial Business Plan 名词解释Notes续保量：指除新车投保以外的汽车保险购买量/Auto insurance renewal volume: Auto insurance volume except new auto insurance续保渗透率：续保量（去年同期新车销量+前年同期新车销量）/Auto insurance renewal pe
14、netration rate: Auto insurance renewal volume (AAK of corresponding period of last year + AAK of corresponding period of the year before last)注意：续保量至少包含车损险/Auto insurance volume should include DLW20 * sheet(3)8.试乘试驾车、服务替换车计划-Demo Cars, service replacement vehicle plan21 * sheet(3)8.试乘试驾车、服务替换车计划-Dem
15、o Cars, service replacement vehicle plan22 * sheet(10)9 9. . PDI/PDI/库存车管理库存车管理PDI/Storage vehicle managementPDI/Storage vehicle management直销车代交车服务： 奥迪特许经销商在执行奥迪销售事业部直销用户车辆代交车时必须向用户无偿提供以下代交车服务项目： A、奥迪标准售前整备（PDI）； B、油箱加满； C、全车清洗。 奥迪特许经销商为奥迪销售事业部直销车辆提供代交车服务，奥迪销售事业部将按照一定标准对每辆代交车给予补偿, 相关具体内容详见奥迪品牌大用户商务政策的相关规定。23 *1010. .备件计划备件计划/Spare parts/Spare parts OverviewOverview sheet(2)24 *11. 11. 经销商经销商质量目标质量目标/ / Dealer Quality TargetDealer Quality Target25 *11. 11. 经销商经销商质量目标质量目标/ / Dealer Quality TargetDealer Quality Target26 * sheet(10)1212. . 市场营销计划市场营销计划/ /Marketing PlanMarketi
